Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. The next normal sales model.

Trends 156

Trends B2B Decision Maker Transportation 156

SBI

JANUARY 22, 2013

Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Deciding what to say.

Energy 138

Energy Revenue How To ROI 138

Mr. Inside Sales

OCTOBER 21, 2022

One of the most important things I learned early on in my sales career is that attitudes are contagious. The simple act of moving your body will go a long way to improving your attitude and filling you, and your prospect, with energy. ON DEMAND SALES TRAINING THAT GETS RESULTS! And most of that came down to my attitude.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Mr. Inside Sales

APRIL 29, 2022

Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it. Answer: They all take you (and your successful energy) away from your desk—and your next pitch. Heck yeah!”

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Mr. Inside Sales

DECEMBER 9, 2023

One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. My sales and income soared. He didn’t believe in putting in the time, energy, or money to get better.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

eGrabber

MAY 21, 2020

For companies who are currently driving their sales and marketing thru COVID, prospecting to outdated lists drains morale like nothing else. Marketing to lists & people who don’t exist, getting email bounces and dropped phone calls drain the precious energy which sales and marketing teams badly need at this point in time.

Energy 52

Energy B2B Hiring Decision Maker 52

eGrabber

MAY 21, 2020

For companies who are currently driving their sales and marketing thru COVID, prospecting to outdated lists drains morale like nothing else. Marketing to lists & people who don’t exist, getting email bounces and dropped phone calls drain the precious energy which sales and marketing teams badly need at this point in time.

Energy 52

Energy B2B Hiring Decision Maker 52

DiscoverOrg Sales

MAY 1, 2019

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was just bang the phones, get the decision makers, sell the deals. Read it: How to Scale Up Your Outbound Sales Team. This was before AI.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Sales and Marketing Management

JULY 27, 2018

But when you’re in sales, learning the truth about a prospect’s needs is critical. Nowhere else in the sales cycle is independently verified information from trusted sources more important. It’s the equivalent of “fake news,” and like fake news, it propagates a lot of wasted time and energy. Consider the Source.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Selling Energy

SEPTEMBER 15, 2022

When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in front of the right people. We’ve talked about research , influencer maps , and other strategies for finding the decision-maker(s).

Decision Maker 73

Decision Maker How To Energy Influencer 73

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Where Do Sales Reps Waste The Most Time? It’s simple math.

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

eGrabber

APRIL 18, 2022

This old quote is 100% true and it holds true for sales prospecting as well. More than 60% of the organizations say that sales motivation is one of their major challenges. Companies are struggling to motivate sales people and maintain their sales energy at the required levels to bring success. But, it is not easy.

Quota 59

Quota Motivation Prospecting Decision Maker 59

Sales Hacker

AUGUST 12, 2021

Not involving the decision-maker. Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. So how can your team identify those decision-makers?

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Babette Ten Haken

SEPTEMBER 22, 2020

When business stories are too specific, decision makers are unable to easily connect the dots to their own tactical – let alone strategic – scenarios. Consequently, you ask decision makers to spend too much energy finding applications of your solutions to their own needs. That is your job, not theirs.

Decision Maker 86

Decision Maker Energy Coaching Objections 86

Mr. Inside Sales

DECEMBER 18, 2020

He asked me what I was up to these days, and I told him I was an inside sales consultant. I asked him what he was up to, and this is when the chill hit me: he said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.”. My sales and income soared. I remember,” I said.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. Sales requires some detective skills. If the prospect says, "I don’t know" to any of those questions, they're either not serious or not a decision-maker. Should we table this conversation?”

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Zoominfo

SEPTEMBER 17, 2019

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. It was as simple as: “bang the phones, get the decision makers, sell the deals”. And you have a silent sales floor. This was pre- technology stack.

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

Sales and Marketing Management

JUNE 14, 2020

Company decision-makers seem open to the idea of remote work?—?at sales and marketing at Intel, told Bloomberg. Be more intentional with your energy, noticing as soon as negativity leads to a dark mood and actively choose something different. Sales reps are ideally suited to work from home. at least part time?—?but

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

Hubspot Sales

AUGUST 28, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Don’t waste time engaging someone who can’t at least advance the sales process in some way. Engaging all relevant stakeholders from the beginning of the sales process is critical.

Prospecting 80

Prospecting Demand Generation Targets Decision Maker Hiring 80

Zoominfo

FEBRUARY 22, 2021

Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales. They are a more likely personality type to go into sales because it’s seen as a field in which you need these skills for cold calling , seeking out new business and interacting with people all day. Sales for Introverts.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

BuzzBoard

NOVEMBER 8, 2023

Transactions here often involve high-value contracts, lengthy sales cycles, and twisted negotiations. In contrast, B2SMB deals tend to be simpler and involve fewer decision-makers. But B2SMB sales cycles pulsate with a unique energy, defined by agility and immediacy.

Lead Rank 105

Lead Rank Comparison B2B Ideal Customer Profile 105

Selling Energy

JUNE 29, 2021

It’s crucial that you research the company and acquire as much information as possible about their decision makers, finances, and current situation and perspectives on energy-related solutions. Not every prospect in your target market is a good one. Go after quality, not quantity.

Ideal Customer Profile 69

Ideal Customer Profile Decision Maker Customer Energy 69

Increase Sales

SEPTEMBER 19, 2016

Sales research of key executive decision makers revealed they believed only 1 out of 3 salespeople could confidently engage in value articulation. A recent article about technology and sales suggested defense is the better sales strategy in today’s digital world. Does that sales strategy make sense?

Lead Rank 70

Lead Rank Lead Scoring Decision Maker Strategy 70

Mr. Inside Sales

JUNE 1, 2020

Sales reps love receiving these leads and tell me all the time that these “warm” leads must be better because they called or emailed requesting more information. In fact, this attitude leads to one of the biggest mistakes 80% of sales teams make when they receive warm leads—they go into pitch mode rather than qualification mode.

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. If you are brand new to sales, here a quick definition: Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Sales efficiency is an obvious benefit … but underneath the surface, there are other implications.

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130

No More Cold Calling

JANUARY 5, 2017

No salesperson should ever have to cold call to generate sales leads. Sales reps often tell me they’re not cold calling. They know trigger events and the names of decision-makers in their prospect organizations. Their KPIs are transactional , so their teams’ sales activities are also transactional.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

criteria for success

NOVEMBER 10, 2021

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. That's why I’ve put together the following five-step acronym to help you and your team through the sales negotiation process. Sales Negotiation: How to Implement the AGREE Model. Let's Talk Sales!

Negotiation 98

Negotiation How To Decision Maker Energy 98

DiscoverOrg Sales

JULY 6, 2016

Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Accurate Data Allows You to Achieve Higher Sale Commissions. How to Use Deep Data Intelligence.

Commission 120

Commission Data Decision Maker Energy 120

Janek Performance Group

DECEMBER 6, 2021

Santa Claus may be coming to town, but as a sales professional, it is difficult to get into the holiday season until you meet your sales numbers. The best company holiday parties are when the sales team hits their numbers. If this is how you are talking to yourself, you can bet you won’t find the energy to accomplish your goals.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Janek Performance Group

MAY 2, 2023

In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. They could have “a human energy crisis,” with sellers “in Goblin Mode,” on “bare-minimum Mondays.”

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

eGrabber

AUGUST 20, 2020

But ironically, this is also the time to ramp up your sales and grow your business. Increasing sales? Read on to know how you can ramp up your B2B sales during COVID. Read on to know how you can ramp up your B2B sales during COVID. B2B Sales in the New Normal. Increased B2B Sales Demos. Subscribe to.

B2B 98

B2B Marketing Lead Generation Decision Maker 98

Hubspot Sales

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. He says, "As a sales leader, I think one of the most difficult types of prospects is the people pleaser. Want more content like this? Subscribe to our newsletter! Here it is: Prospects aren't always easy to deal with.

Prospecting 98

Prospecting Cancellation How To Revelation 98

Sales Hacker

OCTOBER 21, 2020

But with quota looming, sales professionals need a solid plan in place to quickly and efficiently identify and sell to new and existing audiences. What Does Fracking Have to do With Sales? What does this have to do with Sales? Who was the decision-maker? Were there multiple decision-makers?

Pipeline 108

Pipeline Decision Maker Marketing How To 108

Salesmate

AUGUST 19, 2021

The end goal of every sales call is to get an appointment. Here’s where you need to stay alert and implement hacks that work in your favor by perfect the sales appointment call. . Now it’s pretty much up to the salesperson to leave a lasting impression during a sales appointment call. . Know your prospect beforehand .

Decision Maker 98

Decision Maker How To Social Media Webinar Metrics 98

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?” And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Where Do Sales Reps Waste The Most Time? It’s simple math.

Ideal Customer Profile 130

Ideal Customer Profile Analysis Decision Maker CRM 130